5 Best Real Estate Lead Generation Strategies Working In 2021

by Don Phelps

by Don Phelps

Don Phelps is an entrepreneur who focuses on digital marketing and more specifically "Search Engine Optimization" (SEO) for real estate investors. He is also a full-time real estate investor and focuses specifically on single-family rehabs and rental property.

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Generating qualified leads is a major problem startup/wannabe realtors have when it comes to growing their business, that’s why we have gone ahead to put together tried and tested strategies used by leading agents and real estate coaches for generating high quality leads to their business.

In this post, we will share with you the 5 most reliable, and dependable real estate lead generation strategies that are currently working, so you can go ahead and crush the competition and win in your market.

Most of the information we shared with you here is absolutely free and most time overlooked by real estate professionals but they actually work!

Before we dive deeper into these 5 strategies, let’s go through what lead generation for real estate actually means, so as to ensure you understand the basics of what you will be learning from this post.

What is Real Estate Lead Generation?

In general, lead generation is described as the process of attracting and converting potential customers to a business’s products or services. When it comes to lead generation for real estate, it simply means attracting and converting a prospect into someone who is interested in using your services to rent, buy, or sell their property.

Lead generation is a crucial element for a successful real estate marketing strategy and one you have to pay rapt attention to if you want to succeed.

Here are the 5 best real estate lead generation strategies you can use to grow your business and increase your revenue.

1. Segmenting & Nurturing Your Database

Segmenting and nurturing your database is one of the best real estate lead generation strategies you should be implementing in 2021 and beyond. This is because a majority of the prospects you have on your database have not done any business with you and the proverb of “out of sight, out of mind” is very much true in this context.

Implementing this database marketing creates a triangle of trust where you provide valuable educational content and emails to your database to enable them to know, like, and trust you, thereby keeping you top of mind when they are interested in making any real estate deals.

If you are not surveying and emailing your leads that are currently in your database, then you are losing lots of business to your competitors.

Here is a more structured way you can use to segment leads in your database

  • Demographics
  • Completed Actions or behavior
  • How “hot” or “cold” they are depending on how they interact with your content (mostly emails)

Proper segmentation of your leads in your database will allow you to send tailored messages to a specific set of people in your database and improve the response you get.

Knowing where your customers are in their purchase journey is important will benefit you a lot while saving you time, energy, and money.

Here is a strategy, known as the larger market formula that will help you to understand and segment your leads properly, in order to create a marketing strategy to suit each audience.

Segmenting Real Estate Leads with Large Market Formula

2. Free Real Estate Leads from Facebook Marketplace

If you have used craigslist back in the days to generate leads for your business then you will know how important and rewarding it was. Facebook Marketplace is the new craigslist.

One of the major ways to generate high-quality leads from the Facebook Marketplace is to go to a place where people are searching for homes, like a high rental home of 5 bedrooms or 4 bedrooms, and make them an offer they could not refuse.

An example of an offer you can make them in this aspect is to offer to send them a list of homes they can own for the same payment they are willing to pay in rent.

Inasmuch as this is a great strategy you can start with, it also has its pros and cons which we shared below:


  • Free (great strategy if you don’t have a lot of money to invest in your business)
  • Generate a lot of leads


  • No targeting (As you might get something that is not in your marketplace)
  • Takes time to sift and sort to find qualified people

Nevertheless, this is a great way to grow your pipeline and start closing steady deals from your pipeline as time goes on.

3. Generate More Real Estate Leads by Investing in Advertising Platforms

In this rapidly evolving real estate industry, trying to grow your business by just utilizing organic strategies is not the best way to go. You need to be investing in some advertising platforms to keep the buyers coming in.

Here are some tried and tested advertising platforms worth investing in to generate quality real estate leads :

  • Youtube
  • Google
  • Facebook
  • Instagram

A lot of your clients are heading over to youtube to get more information on the market they are looking to invest in or move to. What you have to do is to consistently put out valuable information and answers to questions, most of your prospects will likely have.

With Youtube, you don’t have to invest money trying to drive traffic to your business. The only requirement is the investment of time and delivering quality content that is beneficial to your target market. By doing these, you will get high-quality leads who are willing to do a deal with you.

If you have a little more money, you can invest in YouTube Ads as it has super targeting strategies to enable real estate professionals to narrow down their targeting to the market they serve. For example, if someone is looking for “Buy my Home for Cash” which is selling very well on Google, you can easily put that video directly in front of them on YouTube and you don’t have a lot of competition because you’re doing things locally. This will also enable you to take some broader keywords and apply them to your local market and generate a lot of quality leads from them.

Google Ads is another advertising platform that works for real estate agents as the traffic generated from them tends to convert better and faster than those generated from most social media and other advertising platforms. The ability to target people using specific objectives like keywords, age, and others helps you to narrow down on your audience and show them Ads when they come searching.

Facebook Ads is still one of the best real estate lead generation strategies working in 2021. Advertising on Facebook is still very profitable as lots of people spend more time on the platform which increases your chances of getting in front of your target audience.

The best way to advertise on Facebook is to try as much as possible and make the best offers to your target audience, as a good offer to the right audience will ensure your Facebook ads work and you get quality leads to your business.

Instagram Ads also work great like Facebook Ads, but the thing with Instagram is that you have to ensure that your post is simple, short, with beautiful visuals that will attract and engage your target audience.

4. Utilize Video Marketing for Effective Real Estate Lead Generation Strategy

Real estate video marketing is essential in 2021 as videos drive reliable lead generation in real estate marketing. But for your video to work, you need to have an effective video marketing strategy geared towards generating quality leads for your business.

Here are some effective ways to incorporate video in your real estate marketing strategy:

  • Listing videos
  • Client testimonial & review videos
  • Common question & answers video
  • Video of event in your local community

Applying these types of videos will help you to create better videos for your marketing strategy.

5. Local SEO for Real Estate Lead Generation

To increase your search result visibility and generate quality real estate leads, you need to invest in local SEO. Optimizing your website for local search allows you to drive more targeted traffic to your website and generate more leads. Local SEO plays a key role in real estate lead generation and investing in local SEO has proven to deliver high ROI.

Here are some ways to improve local SEO for real estate lead generation

  • Create SEO optimized content
  • Update your blog regularly
  • Optimize your Google MyBusiness (GMB) Profile
  • Get listed in online real estate directories (like Zillow, Realtor.com, Trulia, and other top directories)
  • Setup social media profile for your business 
  • Build quality backlinks to your website

To build a better SEO strategy and increase your search result visibility, it is important to ensure that your NAP (Name, Address, and Phone Number) is the same across websites, online directories, and social media platforms.


Quit playing the guessing game when it comes to generating consistent quality leads and growing your real estate business. Instead, follow the outlined strategies above to achieve your desired result. 

Whether you are looking for real estate lead generation ideas, or you want a proven strategy to dominate and win in your market, the information we shared with you above is a proven winner if you apply them to your business.

Even if you’re a brand new real estate professional, the real estate lead generation strategies shared above will also work for you if you implement them.

If you need help attracting and converting high-quality real estate leads, we can help!

At CTX Marketing, our team is highly experienced in real estate lead generation campaigns. Contact us to learn more.

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